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Real Estate Business: Handling Objections

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How to Handle Objections:
 
Step 1.  Acknowledge Concern
 
 
Step 2.  Reduce Impact
 
 
Step 3.  Emphasize Benefit
   

 
How to handle Real objections

Example: a) Signal "Location is far"
Acknowledge concern: "I understand your concern sir. And certainly there are locations nearer than this but their prices could also be much higher.
(If the prospect is interested even with higher price, you may decide to
offer another unit that fits his needed location, but if it's beyond
his budget, proceed to:)
 
Reduce Impact: "But the main highway is accesible by jeep and going
inside is just 5 minutes ride with a tricycle.
 
Emphasize benefit: So you can enjoy good living in your home with its affordability and accessibility
 
Example b) Signal: "It's impressive but the price is quite expensive"
Acknowledge concern: "Well price is an important factor.
 
Reduce Impact: But with good location, security, and with all the first
                                   class amenities of the subdivision, and yet you can
                                   apply for a long term loan
Emphasize the benefit: So you can enjoy all these features and benefits
at an affordable monthly amortization.
 

Note: Before answering objections, hear him out first

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Signal: "Your housing  unit is too small for my family" (You may use open probes and close probes such as how many are they in the family, and if, you can find out how much the prospect earns per month, you may decide to offer a bigger unit at a higher price in a different location. But if you can find out that his monthly income cannot support it, or if he reacts negatively with higher prices, you might just as well defend the originally offered lower cost unit. Acknowledge Concern: " I can see that you need a bigger space"
Reduce Impact: "But as you can see, this housing unit is priced
incredibly low, so it would be easy for you to expand it like putting up another room and terrace on the second floor".
Emphasize Benefits: "So you can have the space you wanted at
a price within your budget"
 

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